I've always used pro bono work—work without a fee—as a sales tool. I give away my time strategically, and it has always paid off, big time. The dilemma for the consultant is how much time to give away. You have to watch this one, or you'll find yourself extremely busy, but unemployed. Dedicating 10% of your time to pro bono is probably a good mix. Geoff Barsto was the referral partner who referred us to this company.
April 20, 20—
Kathryn M. Lowry, Vice President
Human Resources
DenCol Media Group
7007 East Orchard Road, Ste. 2220
Englewood, Colorado 80155
Status: Rita Armijo-Peréa
Dear Kat,
Several months ago, you referred Rita Armijo-Peréa to me for career assistance. As a favor to you, I've provided about ten hours of consulting to her at no charge. She attended several of our Friday morning executive support groups-in fact, she led the group for several weeks while I was vacationing. Besides consulting, we provided secretarial support. We posted her resume to more than 500 Internet talent banks and recruiting sites, and charged her $75.00, our cost for the service.
At first, Rita would not consider consulting as a career option. I explained the benefits—which are considerable—and encouraged her to move in that direction. As a result, and as I'm sure you know, Rita is consulting full-time, potentially doubling her last salary at DenCol. She has other consulting options in the wings, and one of these assignments may produce a full-time job offer.
I'm still interested in working for you, Kat. We're the best career development firm in the city. Please consider giving us one of your next executive outplacement assignments as a second trial run.
With best wishes,
William S. Frank
wsfrank@careerlab.com
CC: Geoff Barsto, G. B. Barsto & Associates, Ltd.